Page 75 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Referrals
IT/Computer Company
To All Consultants:
I was preparing the weekly sales tip for The Warehouse and I realized that this one is so important that it should also be sent via group email.
List every client you have and...
Ask your client for the name of their outsourced IT/Computer company. These types of companies have all kinds of business clients and are often quite motivated to increase their revenues through paid referrals to their clients. You may need to prove yourself but this can be a very lucrative source to multiple clients for you if they “get it”.
This is especially easy to get introductions to this type of vendor if you have been promoting your client via the SMARRT Program but even if not...
You may even want to consider a higher than normal referral fee because if done properly they can walk you right in to their existing clients. You may also want to explain to the IT company that they can tell their clients that our savings may be able to fund purchases of the goods and services the client needs (and they would like to sell).
List every client of yours and make it a mission – find out every IT provider for every client. Then take them out to lunch one-by-one. They should be happy to do so under the premise “maybe we can help each other – I’m not sure but I would be willing to spring for lunch to find out.”
If a company has internal IT staff, they very likely still have a local IT or computer vendor as well so don't give up until you research properly. Just imagine if you get even half of them to bite. We have five or six companies like this to service little old Stratford so imagine how many there are within 30 minutes of your house.
Dennis
Manual Revised: April 3 2025 Confidential
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